Corporate Account Manager

Job Summary

The Corporate Account Manager is responsible for growing & maintaining a portfolio of existing national or international corporate account contracts while developing relationships with and winning new customers. The successful CAM develops and implements plans to create ongoing improvement in customers operations and converts that value into enhanced returns for the division. This includes communicating Ecolabs total solution approach across multiple levels in accounts and working with CAMs across other Divisions and Countries.

Business Planning & Review
Meet established sales and profitability targets at customer & headquarters level
Identify growth opportunities with targeted action lists & resource plans
Coordinate and hold business reviews at identified accounts at customer & headquarters country and/or corporate level ensuring agreed action plans are delivered
Monitor and report market intelligence and competitive movement within accounts
Build a close working relationship with the Field sales and service teams as well as support functions (CAF Marketing R&D Engineering.)

Account & Contract Management

• Develop and maintain customer relationships at all manager/management level especially senior leadership role in the organization.

• Monitor and enforce Ecolab and customer contract compliance

• Partner with and coach field employees to ensure initiatives are implemented

• Proactively plan negotiate and implement annual price increases.

• Prepare contract renewal plans assess competitive position and Ecolab performance to deliver and negotiate and sign optimal offers in accordance w/internal policies

• Address customer survey feedback for account portfolio by market results/format

• Maintains ESP/Customer business plans for all key Corporate Account chains.

Customer Value Delivery and Documentation

• Is Ecolabs lead brand ambassador

• Identify propose deliver and document customer value opportunities.

• Leverage field engineering and support teams to develop plans to improve customer operations

• Utilize reporting data to document customer value delivered

• Develop concrete plans to convert customer value created into enhanced returns for ECL

• Drive value adding Innovation.

• Maintain a detailed ABR/EBR schedule.

• Creates and merchandises Ecolab value via the ABR/EBR per the documented schedule in full and on time.

Corporate Account Prospecting

• Establish target customer lists and plans for developing/leveraging existing relationships to gain new business

• Maintain current customer pipeline information and up-to-date gains/losses reporting

• Organize trials; produce and present customer proposals aligned to internal approval process (PCAF)

• Negotiate and close new deals; manage contracting process w/Finance & Legal support.

• Gain customer agreement on developed conversion and start-up plans

Qualifications

Required

• B.S. and/ or Food Science with preference towards technical degree

• Preferably 5 years of sales experience

• Experience in Food and Beverage industry and Good technical background and understanding of customers processes

• Food safety background is of advantage

• Experience in dealing with large national and multi-national accounts

• Experience in developing and maintaining relations at a senior level within customer account

• Experience managing others

Competencies:

Conflict Management

• Able to quickly read situations to determine actions necessary to resolve conflict finding common ground to gain cooperation.

• Steps up to conflict and sees it as an opportunity to help all parties resolve the issue.

• Is nonjudgmental and actively listens.

• Knows how to use expertise and experience to facilitate ending conflict.

Political Savvy

• Can maneuver through complex situations planning his/her approach accordingly flexible.

• Can persuasively negotiate with all levels in an organization.

• Able to develop trust throughout an organization.

• Reads people and situations recognizing each are distinctly different.

Strategic Agility

• Anticipates existing and potential future customer and resource needs and implications/consequences of decisions.

• Comprehends how changes affect other functions or businesses and effectively manages relevant stakeholders.

• Analyzes strengths/weaknesses of competitors and emphasizes Ecolabs differences and value when proposing programs and services to customers.

• Creates a business plan related to the customers interests sales opportunities and Ecolabs strategic objectives.